Inversion Kevin French - Inversion GTM
The Technology Services
Revenue Stall
A revenue stall in technology services looks different from a revenue decline. The pipeline is there. The team is working. The forecast looks reasonable. The results aren't coming. That's a different diagnosis.
01
The Stall vs the Decline
A revenue decline has a clear cause - lost client, market contraction, product failure. A revenue stall is more dangerous because the cause is not obvious. The pipeline looks healthy. The team is working hard. The model is silently broken.
02
The False Pipeline Problem
The most common cause of a technology services revenue stall is a pipeline full of deals that are never going to close. They're in the CRM. They're in the forecast. They consume selling time. They don't close. A CRO clears the pipeline and rebuilds the qualification.
03
The Win Rate Erosion
When technology services win rates decline gradually - from 35% to 28% to 22% - it happens slowly enough that the team attributes it to market conditions. It's almost always a go-to-market model problem. The ICP drifted. The positioning commoditized. The buyers changed.
04
The Urgency Deficit
Enterprise technology services deals stall when the buyer doesn't have a compelling reason to decide now. Creating urgency is the hardest part of the technology services sales motion - and the part that is most often absent from the current methodology.
"Most companies hire a CRO when they actually need a CGO. I know the difference - and I play both roles."
The Right Fit
This Is the Right Conversation If -
You're between revenue leadership hires
The highest-risk moment for a technology services company. A fractional CRO & CGO bridges it.
You're not sure which role you need
The Growth Audit answers that in 48-72 hours. Before committing to a full-time hire, know what you're hiring for.
Your current revenue model needs to change
Not improve - change. The person who runs the current model is not always the right person to design the next one.
You're PE-backed with a compressed timeline
A fractional CRO & CGO produces results in 60-90 days. A full-time hire produces results in 6-12 months.
If Any of This
Landed, Let's Talk.
If I'm wrong about your situation - if this is a product problem or a market problem instead of a revenue leadership problem - I'll tell you in the first 15 minutes. No deck. No demo.